Door In The Face Technique Psychology Example

First make a request of the other person that is excessive and to which they will most naturally refuse.

Door in the face technique psychology example.

The door in the face technique can be observed in many situations you may even have used it without realising. This technique is used very commonly not only by salesmen and marketing professionals but examples are rife of such instances being used in everyday life as well like the example provided above. In flea markets for example where prices are often negotiable a man might ask an antique seller the price of a clock. Cialdini and his colleagues had a researcher approach students on campus and ask them to spend a day chaperoning juvenile delinquents on a trip to the zoo.

The following are illustrative examples. Door in the face is an analogy to a customer slamming a door in the face of a traveling salesperson after a unreasonable offer. In one of the first scientific demonstrations of the door in the face technique robert b. Door in the face ditf techniques general persuasion sequential requests door in the face ditf description example discussion see also.

Then the persuader presents a smaller and more reasonable request which was the intended request. The theory is that the initial rejection puts the other side in the mood to be more agreeable. The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someone s face request.